Channel Account Manager

ABOUT US:

Avocor designs, develops and manufactures market leading interactive technology solutions for both corporate and education environments. We specialize in providing next-generation interactive touch screens that provide an unrivalled communication and collaboration experiences for customers. Now, more than ever, Avocor is a part of solutions that provide the same experience for teams both in-room and remote to meet the challenges of today’s Enterprise workforce. From executive rooms, to huddle rooms to large team meeting rooms and now executive and home offices, the Avocor integrated media platform transforms business-as-usual into inspired teamwork with all the latest tools for seamless collaboration.

POSITION SUMMARY:

The Channel Account Manager, Distribution, drives performance and strategy of Avocor ‘s North America distributors. To create, communicate and ensure execution of the distribution strategy, s/he is responsible for achieving sales, business development, profitability, and customer satisfaction objectives with the key distributors. To represent the entire range of Avocor products and related services to the distributors.

ESSENTIAL FUNCTIONS:

• Generates growing and profitable partnerships with the right mix of distributors
• Develops market-segment distributor strategies
• Conducts and lead regular business review including monthly and quarterly business reviews
• Leads implementation and execution of distributor strategy
• Coordinates training of distributors on brand, products and technologies
• Assesses, recruits and manages distributors
• Establishes productive, professional relationships with key personnel at distributors
• Directs funded Business Development Managers
• Coordinates involvement of channel marketing, sales team and customer service
• Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Drives KPI’s with each distributor by identifying the resources and team needed, opportunities and resolving challenges to those KPI’s
• Balances how to effectively use internal resources, including other sales team members, to support distribution goals
• Clearly and regularly communicates present analysis, including opportunities and challenges, backed by data to VP sales
• Analyzes channel inventory and maintains focus on slow moving stock. Proposes solutions to proactively address slow moving or excessive stock.
• Defining and executing partner contracts and sales plans
• The position reports to the VP of Sales

QUALIFICATIONS:

• BA/BS degree or combination of education and experience
• 5-10 yrs. of managing and developing distributors such as: TD Synnex, IngramMicro, Exertis Almo
• Experience managing AV/IT resellers in a territory or National Service Providers, such as CDW, a plus
• Self-starter with a high energy level and proven track record of quota over-achievement.
• Excellent communicator, both written and verbal, and presenter.
• Experience using sales CRM automation tools, SalesForce preferred
• Proven ability to develop and maintain strong cross-functional working relationships with internal marketing, technology, implementation, and product development teams.
• Ability to travel as appropriate in order to manage distributor events and meetings
• Skill at people management including the ability to drive incentives for performance

MISC:

• Location: Remote, US East preferred
• Competitive salary + full benefits package, including medical/vision/dental, Short- and Long-Term Disability, Life Insurance, Accident Insurance, FSA, 401k, PTO and Paid Holidays

Avocor is an Equal Opportunity Employer. All applicants will be considered for employment without attention to race, color, sex, religion, sexual orientation, gender identity, national origin, veteran status, or disability status.